Connaissances.

In a rapidly changing industrial landscape, attracting and retaining top commercial talent has become a strategic priority for B2B companies. As trends like digitalization, sustainability, and shifting customer expectations reshape the sector, the role of commercial professionals is evolving.
They are no longer just salespeople but strategic partners driving innovation and growth. In this article, we explore what makes commercial talent in the industrial sector unique, the key trends impacting their roles, and how businesses can stay ahead in the competition for the best minds.

We recently had the privilege of speaking with René Bergschneider, Director of Sales in the mail division at PostNL, as he approaches his 40th work anniversary. René’s journey from a young management trainee at PTT Post in the 1980s to a senior leadership position in one of the Netherlands’ most iconic companies is both inspiring and insightful. During our conversation, he shared his reflections on his career, the evolving industry, and the lessons he has learned along the way.

In the B2B sector, sales and marketing professionals are at the forefront of building strong client relationships and delivering results. In today’s market, personalization has become the key to standing out. Tailoring your approach to meet the unique needs of each client is no longer just a nice-to-have—it’s essential for building trust, driving engagement, and closing deals.

In today’s competitive B2B environment, putting the customer first is no longer optional—it’s essential. Organizations that embrace a customer-centric culture build stronger relationships, foster loyalty, and unlock sustainable growth. But how do you make this shift effectively? In this article, we explore practical steps and strategies to prioritize your customers and create lasting business value.

The B2B sector is poised for substantial change as it faces major challenges in 2025. As sustainability, technology, supply chain complexities, and customer expectations reshape the landscape, the importance of skilled, adaptable personnel cannot be overstated.
The right talent will be essential for companies to navigate these challenges, making it a strategic priority to recruit, retain, and develop employees equipped to tackle the road ahead.

Over the next five years, a significant shift in consumer behavior is expected to reshape the Fast-Moving Consumer Goods (FMCG) market in the Benelux region. Several key trends are pushing companies to adapt swiftly or risk losing market relevance. Here are five key reasons for this transformation and the implications for FMCG companies.

In 2025, FMCG CEOs across the Benelux will face critical hurdles shaped by rapid market and operational changes. From insights gathered through discussions with 24 industry leaders, here’s a closer look at the top five challenges anticipated to shape their strategies, with examples from leading companies:

In de huidige verpakkingsindustrie is het verschil tussen succes en stilstand vaak te vinden in de kwaliteit van het salesteam. Oplossingsgerichte verkopers zijn niet alleen schaars, maar ook essentieel om in te spelen op de groeiende complexiteit binnen onze sector. Oplossingsgerichte verkopers zijn schaars op de Nederlandse markt in de verpakkingsbranche, en daar zijn een aantal redenen voor:

Managing a key account like Delhaize in the FMCG sector is a highly complex role, requiring a state-of-the-art onboarding plan. Many existing onboarding plans are inadequate, leading to poor performance and high turnover. For specialists in FMCG, this plan serves as a critical guide to ensure a successful integration into the role. It emphasizes deep product knowledge, P&L management, stakeholder mapping, and ongoing negotiation training, ensuring that KAMs are well-prepared to handle the challenges of managing a major retail account like Delhaize.